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From Selling to Serving: The Essence of…
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From Selling to Serving: The Essence of Client Creation

by Lou Cassara

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Amazon.com Product Description (ISBN 0793192072, Hardcover)

Many people in advisory roles-financial services providers, attorneys, brokers, insurance representatives, even doctors-are at a crossroads. The old model of relating to customers isn’t working. "Closing" is not the way to start a relationship that is significant, sustaining, and reciprocal. From Selling to Serving offers another way.

Much of what traditionally passes for sales training involves trying to imitate the success of others. But learning what successful people do is useless without understanding how they do it. By discovering one’s own unique value-examining one’s talents and skills-salespeople can attract rather than chase clients. In From Selling to Serving¸ Cassara introduces the Client Creator process and explains how to:

• Align what’s best about themselves with those they serve in order to make a stronger connection to their clients.
• Identify their clients’ core issues and intentions.
• Articulate the benefits that they can achieve by working together.
• Have the courage to commit to their clients before the client has made a commitment.
• Create rewarding, long-lasting client relationships.

People buy from people-relationships, not products, are the key. When salespeople are ready to change the way they think about sales, when they are ready to stop selling and start serving, the value is limitless. And sales professionals will find it could make all the difference for them-personally and professionally.

(retrieved from Amazon Thu, 12 Mar 2015 18:23:36 -0400)

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